Sr. Enterprise Deal Manager - APAC

Description:

At Atlassian, we are on a mission to reinvent B2B selling. We know that classic high-pressure B2B sales tactics don't work anymore. We have built a billion-dollar, fast-growing business without any of those tactics, based on high-quality products, free trials, and an intense focus on customer satisfaction. Those happy customers convert to paying customers, creating a prolific "Flywheel" that has delivered 120,000+ customers to date. We believe that there is an opportunity to more proactively engage with our customers through "Smart Touch" - specific, value-added conversations that will lead to higher conversions and incremental bookings throughout the Customer lifecycle.

The P50 Senior Enterprise Deal Manager will play an essential role in supporting the “high touch” sales motions. This position will support the deal cycle for our complex transactions (Enterprise Cloud, ELAs, ASAs, and M&A deals) as well as standard deals from contract management to quoting, booking, and beyond! In this role, you will work directly with customers, partners and provide strategic support to our internal stakeholders. Your daily work product will consist of structured proposals, standard+non-standard quotes, project work, and sales contracts supporting our high-touch sales motion.

Some of your responsibilities

• Engage internal support teams and stakeholders on behalf of the Enterprise Advocates.

• Own the end-to-end Quote-to-Cash sales support cycle from quoting to contract assembly, provisioning, and invoicing for all Atlassian Enterprise products.

• Develop a strong understanding of Atlassian’s internal contract and data management tools, product pricing models, product packaging, contract structures, quoting systems, and business practices.

• Partner with cross-functional support teams including Enterprise Operations Support, Revenue Accounting, Legal, Accounts Receivable, Technical Accounting, Tax, and other groups to support the sales cycle.

• Partner with the Finance organization and SOX compliance teams to assist with the month-end and quarter-end closing activities to ensure completeness and accuracy of contract packages.

• Maintain advanced knowledge of non-standard quoting methodologies, contract assembly processes, and the tools and workarounds used.

• Create standard & non-standard quotes, contracts, and support sales teams and other stakeholders with processing orders in ERP, billing, and contract management tools.

• Serve as the point of contact supporting Enterprise Advocates, Partners, and Customers with troubleshooting technical issues during the sales cycle.

• Partner with Business Process and Business Systems Analysts on projects that facilitate the continuous improvement of Atlassian's quoting and contracting sales operations.

• Ensure all quotes and contract documents are prepared, executed, and stored following Atlassian's written guidelines and policies, including revenue recognition rules, SOX compliance controls, and the GDPR.

• Partner with Enterprise Deal Operations leadership on projects to identify repeatable processes suitable for automation.

• Provide user feedback to technical teams during the testing phases of new technologies that will support Atlassian's internal sales cycle operations.

• Assist your manager with the training and onboarding of new Analysts.

• Partner with content managers and business process analysts to create process documentation for the team.

• Ensures all non-standard discounts, pricing, and contract terms have been approved by the proper Atlassian authority.

• Advise Enterprise Advocates on general process and policy issues.

Skills and Requirements

• Must have the ability and willingness to join video chats as needed to support stakeholders, peers, management, customers, and partners.

• Can-do attitude, strong sense of ownership for resolving sales cycle issues related to quoting, document control, document assembly, signature, and provisioning.

• Outstanding verbal , collaboration and written communication skills.

• Proficient in Excel to calculate contract pricing.

• BS/BA in Business, Finance/Accounting, Economics, or a related discipline.

• Minimum 5+ years of experience in any of the following: Deal Desk, FP&A, Order Management, Sales Contract Support, Deal Management, Sales Quoting Support, or Revenue Operations.

• Strong customer service background, ability to work under tight deadlines, and balance many deal support requests in addition to mentoring and project management.

• Strong experience with researching and finding ad hoc solutions for non-standard quoting and contract requests.

• Knowledge of Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, Docusign and Ironclad is a plus.